Approaching Contacts

These are companies or people that would not necessarily use Gradient directly, but would have an interest in having us work with a connection of theirs to create value.For example: investment firms that have portfolio companies that would benefit from Gradient’s services.

Potential Objectives:

• Introduce Gradient
• Get introductions to their contacts

Potential Approaches:

• When meeting for the first time: Have the 50/50 call. Follow up with one-sheeter or creds deck about Gradient.
• If they mentioned a live intro that they would make, follow up about it. Set a reminder to follow up in 1-2 weeks if they haven’t already.

These are companies that offer “adjacent” services to Gradient. These could be companies like: W&W, We are Bill, They gain value out of working with Gradient by: Increasing the number of pitches they are qualified to make, increasing the percentage of pitches that they win, increasing their “check size” — taking a cut of Gradient’s fee.

Potential Objectives:

• Introduce Gradient
• Learn more about their customers and the services they offer
• Scope out the framework for partnerships (how projects would work together)
• Get involved in their pitches

Potential Approaches:

• When meeting for the first time: Have the 50/50 call. Follow up with one-sheeter or creds deck about Gradient
• Ask if they want to discuss any of their current pitches to see if their is an opportunity to collaborate

These people could be anyone. The goal is for them to remember Gradient when the opportunity comes along.

Potential Objections:

• Introduce Gradient
• Get introductions to their contacts

Potential Approaches:

• When meeting for the first time: have the 50/50 call.
• Follow up with a one-sheeter or creds deck about Gradient.

These could be data providers like Research Now or software providers like Qualtrics.

Potential objectives:

• The Goal is to turn a vendor into a collaborator.
• Find ways to add value into the services they add directly to clients.

Potential Approaches:

• When meeting for the first time: have the 50/50 call.
• Follow up with a one-sheeter or creds deck about Gradient.

Could be almost anyone!

Potential Objectives:

• The goal is to be able to discuss a specific opportunity.

Potential Approaches:

• When meeting for the first time: have the 50/50 call.
• Follow up with a one-sheeter or creds deck about Gradient.
• During any conversation (even the first), attempt to zero in on 1-3 specific challenges that they have on an ongoing basis.
• “Now that you’ve heard what we do, do any specific challenges come to mind that could be addressed through the methods we use?”
• Follow up with additional thoughts (structured memo) about how Gradient would tackle their challenges.

Any of our existing clients!

Potential Objectives:

• The goal is to always stay close to what they’re thinking.
• If you’re not involved in active conversations, the goal is to get active in conversations about specific opportunities and stay close with the client so you can work on proposals.

Potential Approaches:

• During any conversation (even the first), attempt to zero in on 1-3 specific challenges that they have on an ongoing basis.
• “Now that you’ve heard what we do, do any specific challenges come to mind that could be addressed through the methods we use?”
• Follow up with additional thoughts (structured memo) about how Gradient would tackle their challenges.

Anyone that offers services to us like Protagonist, Fishtown Analytics.

Potential Objectives:

• The goal is to always stay close to what they’re thinking.
• If you’re not involved in active conversations, the goal is to get active in conversations about specific opportunities and stay close with the client so you can work on proposals.

Potential Approaches:

• NEED CONTENT

This is a very common “get to know you” call format. It goes like this:

• Great to meet you, be introduced, etc.
• Shoot the shit for a moment or two
• What I would like to do on this call is
  • First half:
    • Introduce myself
    • Gradient
    • What we do
    • Who our typical clients are
  • Second half
    • You do the same
• Then you actually run through the above depending on the type of contact